VirTra (VTSI) investor relations material

Executive summary

• Q1 2026 revenue declined 51% year-over-year to $3.5 million due to delays in government funding, backlog conversion, and customer procurement, but customer activity and qualified sales leads have increased, supporting expectations for improved sales momentum in the second half of 2026.

• Agencies are re-engaging and moving through grant and procurement steps, with the sales team actively supporting customers and a focus on converting increased pipeline opportunities into orders and revenue.

• Net loss for Q1 2026 was $1.3 million, compared to net income of $1.3 million in Q1 2025, reflecting lower revenues and higher cost ratios.

• Gross margin declined to 61% from 73% year-over-year, impacted by fixed development costs and a higher share of STEP subscription revenue.

• Operating expenses decreased to $3.5 million from $3.8 million year-over-year as part of cost optimization.

Financial highlights

• Total revenue for Q1 2026 was $3.5 million, down from $7.2 million in Q1 2025, with government revenue at $2.7 million, international $0.7 million, and commercial $84,000.

• STEP subscription revenue was $1 million (28% of total), up from $0.9 million (13% prior year).

• Gross profit was $2.1 million (61% margin), down from $5.2 million (73% margin) in Q1 2025.

• Adjusted EBITDA was -$0.8 million, compared to $1.7 million in Q1 2025.

• Cash and cash equivalents at quarter-end were $17.9 million, compared to $18.6 million at December 31, 2025.

Outlook and guidance

• Management expects improved sales momentum in the second half of 2026 as funding and procurement activities accelerate and agencies re-engage.

• Conversion cycles for qualified leads typically range from 6-12 months, with some compression expected as delayed funding is released.

• Most new capital bookings from Q1 2026 are expected to be recognized as revenue within 2026, though some contracts may extend into 2027.

• Current capital resources are expected to support operations for more than 12 months.

• The company is maintaining disciplined cost management and will adjust discretionary spending as market conditions evolve.